--- title: [VIDEO] How to Successfully Manage the SQL Handoff description: "In this video we share the strategies and tactics to an effective handoff of sales opportunities to your B2B salespeople. The result: shorter sales cycles." image: https://www.liftenablement.com/hubfs/images/successful-sql-handoff.png --- ![Award Badge](https://49161231.fs1.hubspotusercontent-na1.net/hubfs/49161231/image%203.png) Award Winning, Amazon #1 Bestseller: The Revenue Acceleration Framework ![Lift Logo](https://www.liftenablement.com/hubfs/raw_assets/public/Lift-Theme-Dev/images/LiftEnablement%20-%20Logo%20-%20Reverse%20(2).png) HubSpot's Most Trusted Partner for Complex Implementations ![HubSpot Certified Badge](https://49161231.fs1.hubspotusercontent-na1.net/hubfs/49161231/image%204%20(2).png) HubSpot Certified App Partner ![Award Badge](https://49161231.fs1.hubspotusercontent-na1.net/hubfs/49161231/image%203.png) Award Winning, Amazon #1 Bestseller: The Revenue Acceleration Framework ![Lift Logo](https://www.liftenablement.com/hubfs/raw_assets/public/Lift-Theme-Dev/images/LiftEnablement%20-%20Logo%20-%20Reverse%20(2).png) HubSpot's Most Trusted Partner for Complex Implementations ![HubSpot Certified Badge](https://49161231.fs1.hubspotusercontent-na1.net/hubfs/49161231/image%204%20(2).png) HubSpot Certified App Partner ![Award Badge](https://49161231.fs1.hubspotusercontent-na1.net/hubfs/49161231/image%203.png) Award Winning, Amazon #1 Bestseller: The Revenue Acceleration Framework ![Lift Logo](https://www.liftenablement.com/hubfs/raw_assets/public/Lift-Theme-Dev/images/LiftEnablement%20-%20Logo%20-%20Reverse%20(2).png) HubSpot's Most Trusted Partner for Complex Implementations ![HubSpot Certified Badge](https://49161231.fs1.hubspotusercontent-na1.net/hubfs/49161231/image%204%20(2).png) HubSpot Certified App Partner ![Award Badge](https://49161231.fs1.hubspotusercontent-na1.net/hubfs/49161231/image%203.png) Award Winning, Amazon #1 Bestseller: The Revenue Acceleration Framework ![Lift Logo](https://www.liftenablement.com/hubfs/raw_assets/public/Lift-Theme-Dev/images/LiftEnablement%20-%20Logo%20-%20Reverse%20(2).png) HubSpot's Most Trusted Partner for Complex Implementations ![HubSpot Certified Badge](https://49161231.fs1.hubspotusercontent-na1.net/hubfs/49161231/image%204%20(2).png) HubSpot Certified App Partner # [VIDEO] How to Successfully Manage the SQL Handoff [ Doug Davidoff ](https://www.liftenablement.com/blog/author/doug-davidoff) Jul 11, 2017 5:15:24 PM [![successful-sql-handoff.png](https://www.liftenablement.com/hs-fs/hubfs/images/successful-sql-handoff.png?width=475&name=successful-sql-handoff.png "successful-sql-handoff.png")](https://blog.imaginellc.com/how-to-manage-the-sql-handoff)One of the biggest (if not the biggest) changes in sales over the last 5 - 7 years is the emergence of the sales development process. Businesses have come to realize the growth benefits of specialization in the sales process, and the impact that dedicated prospecting has on increasing the strength of the pipeline while also optimizing the overall process. While sales development is certainly a powerful process, it is not without risk and it requires a well-thought out and disciplined approach. While effective sales development drives growth, when it's ineffective it increases costs, is disruptive to everyone on your sales team and frustrates you customers. This is why a strong playbook is crucial to the implementation of a dedicated prospecting strategy. The linchpin in sales development lies at the handoff from the SDR to the sales executive. Orchestrating this play is crucial to gaining the results you desire. Having worked with many companies in building out prospecting and sales development programs, while also implementing programs for ourselves and our clients, we've seen firsthand the misunderstandings, myths and barriers that restrain success. [In this video](https://blog.imaginellc.com/how-to-manage-the-sql-handoff) *(no registration required)* I share the strategy and tactics behind a successful handoff, as well as tips to making it work. ### Video Guide **0:00** Intro **1:13** Why The Traditional Approach Is Failing **4:41** The 3 Parts to Your Revenue Generation Engine **6:10** Designing Your Marketing & Sales Funnel to Scale **7:48** The 5 Attributes of a Good SQL Definition **11:26** Why BANT is a Bad Definition **13:13** The Implications of the SQL Handoff **15:29** Aligning the Handoff **18:56** The Keys to an Effective SQL Handoff When designing effective growth processes, you must isolate and address the barriers and issues accurately or you risk creating more problems than you solve. One of the primary places where this happens is when companies mistake ineffective sales processes with ineffective lead generation or lead management. By following the tips in this video you can be sure that you're both allocating your resources effectively and ensuring that you're focused on the right actions.   ## Read On [![](https://www.liftenablement.com/hs-fs/file-1853289020-jpg/images/shortening-the-b2b-sales-cycle.jpg?width=352&name=shortening-the-b2b-sales-cycle.jpg) ](https://www.liftenablement.com/blog/3-tips-for-getting-b2b-sales-off-to-a-fast-start) ### [3 Tips for Getting B2B Sales Off to A Fast Start](https://www.liftenablement.com/blog/3-tips-for-getting-b2b-sales-off-to-a-fast-start) I wrote a post eight years ago called Why Google Wins. In it I shared what I think is the secret of... [![](https://www.liftenablement.com/hs-fs/hubfs/images/Change.jpg.jpg?width=352&name=Change.jpg.jpg) ](https://www.liftenablement.com/blog/new-data-b2b-sales-conversations-are-down.-heres-what-to-do-about-it) ### [New Data: B2B Sales Conversations Are Down. Here's What To Do About It](https://www.liftenablement.com/blog/new-data-b2b-sales-conversations-are-down.-heres-what-to-do-about-it) Data from The Bridge Group, a sales development consultancy, shows that sales conversations are... ### [Avoiding The Biggest Sales Mistake](https://www.liftenablement.com/blog/avoiding-the-biggest-sales-mistake) The biggest sales mistake B2B salesforces make is focusing on process when they should be selling...